One of the Most Effective Ways a Marketer Can Reduce

question 22

Multiple Choice

One of the most effective ways a marketer can reduce the cost of personal selling is by

• A) eliminating the need for database management by relying more on telemarketers.
• B) communicating relevant product information before the sales call.
• C) providing proof that what the salesperson says is factual.
• D) reminding the prospect to close the sale quickly.
• E) avoiding trial closes which are ineffective.

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Definitions:

Substitutes

Goods or services that can replace each other in use or consumption, where an increase in the price of one leads to an increase in demand for the other.

Nonrival in Consumption

Nonrival in Consumption describes a good where one individual's consumption does not reduce availability to others, such as a public broadcast.

Efficient Price

Price level at which the quantity demanded and supplied in a market are at equilibrium, leading to an optimal distribution of resources.

Common Resources

Resources like air or water that are not owned by anyone, cannot be consumed by one user without reducing available supply for others, and are available to all.